The Business Questionaire and Worksheet

Here is the worksheet you should use during your initial consultation.

Part I. General Information

Business Name:

Years in Business:

Owner/Decision Makers Name:

Address, City, State, Zip, Phone:

Other Locations:

Email:

Website:

Date and Time of Meeting:

Part II. Business Overview

Why did you get into this business?

What cities, towns, or areas do service?

Where you are today with your business goals? (On target, behind, could be doing better)

Are sales down? Why?

Would you like more growth? What percentage?

Do you have an Unique Selling Proposition?

What is the message you want to get out to the public?

Why should people do business with you?

Do all of your customers, prospects, vendors, and staff know that?

Part III. Current Marketing Process

What is the current prospect to sales process?

What is the conversion ratio?

What happens to the ones that don't buy?

Has your sales team been trained professionally?

When was the last time they were trained?

How often do you train your staff?

Do you have a consistent method to follow-up on your prospects and leads?

Part IV. Customer Information

How much does each customer spend now?

On the initial transaction?

Per year?

What is your average Profit per transaction?

Have you calculated the Lifetime Value of a new customer?

What about Up-sells, Cross sells, Down-sells, Service or Maintenance agreements?

Do you maintain a data base of prospects and customers?

How do you capture customer and prospect information?

What info is being collected?

What are you doing now to consistently invite your customers back?

Part V. Demographics

Who are your customers?

What are their age/sex/income?

Where do they live?

Are they individuals, families, or other businesses?

What is their lifestyle?

What other products or services do these people buy?

What other businesses appeal to them?

What other businesses do you know who may have the same type of customers?

Is it possible for you to establish a marketing alliance with them?

Part VI. Advertising Media

Do you do media advertising?

What is your Monthly or Annual budget for Advertising/Marketing?

Do you have any Seasonal budgeting?

How do you determine where to spend your marketing dollars?

What Media do you feel works the best?

Can you tell me about your most successful campaign?

What do you feel doesn't work?

What was your Worst campaign?

What do you generally say in your ads? What is the message you want to get out?

How are you tracking your current marketing efforts?

Have you calculated the R.O.I. (Return on Investment) from each media?

What percentage % of your annual budget is spent on New Customer Acquisition vs Current and Past Customers?

Is your Website making you Money?

How do you drive traffic to your website?

Are you currently working with any type of Advertising/Marketing or Internet Company?

What about in the past?

Why did you terminate the relationship?

What do you do now for boosting your image in the community?

Do you have vehicles that are seen by the public?

Do you do any donations or group sponsorships?

Could they be leveraged for greater impact?

Is there anything occurring in your business that would be newsworthy? ted directly to the consumer through a letter, classified ad, infomercial, etc. See if this could expand the business beyond the local area.)

What products do you have that could be marketed directly to consumers by mail or other means?

Are you doing it now?

Part VII. Closing Questions

Do you have an Exit or Succession Strategy?

What are your expectations if you should decide to work with us?

Is there anything else you would like to discuss?